Author Archive for Chris Site Author

The Power Of The Pause

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Using fillers such as “umms” and “ahhhs” or “You know what I’m talking about.” weaken speech. The simple solution is to inject more pauses. Instead of filling your language with junk, punctuating the point with a pause can be so much more effective. The mind can only work so fast and a tongue stuck in overdrive can lead to disaster. Our perception of time also changes while under pressure. As our heart races, four to fives seconds can feel like an eternity! For some, even speaking to a small group of three or four can seem like a large audience, applying even more pressure. However, pauses in speech can increase our credibility significantly as people are given more time to process the information we have given them.

The best speakers know that they won’t be cut off and this lack of fear (if this is the reason for the filler sounds) is notably absent. Filling the silence with words indicates to others that you are tentative, unsure and less dominant and in control. The only function filler words serve, is to dilute the words we do say, and make the entire collection of words less powerful. Don’t be afraid to leave an audience with silence as you collect your thoughts. Be sure to take time to breath, and therefore think, and use dialogue in short bursts followed by pauses and reflection. Alpha men and women are never afraid of silence, it is their ally and speaking at a half rate is not a terrible strategy either. It gives them twice as much time to think and also builds a huge amount of credibility.

Listening to someone who uses good speech rate, tone, and pitch, on the other hand, can be inspiring. Politicians are especially adept at the pause. Senator Barack Obama in the 2008 Democratic race used pause more effectively than any other U.S. presidential candidate in recent time. His speech so much resembled a priest addressing his congregation, that it was startling and even frightening. He paused frequently to allow the crowd to cheer or stir beckoning for more.

Touching Heals Us Both

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A warm embrace makes our body release positive hormones.

A warm embrace makes our body release positive hormones.

According to the research, healing happens just by holding hands and hugging. Men and women can both be made more healthy just by sharing touch. In a study by Dr. James Coan, a researcher from the University of Virginia who measured the response of men warned of an electric shock as they were placed in a MRI machine showed that holding the hand of a spouse actually helped them turn off part of the brain so they felt less distress. The handholding reduced agitation in the hypothalamus which is responsible for producing stress hormones. Over time, stress hormones can weaken the immune system and lead to sickness.

For women, a long and affectionate hug from men releases the bonding hormone oxytocin which helps reduce blood pressure and helps the health of the heart. Men, try this for yourself. The next time your wife or girlfriend start into you, give her a long embrace. At first she will squirm and appear to suffer, but after a few seconds she will begin to accept the hug and her brain will release oxytocin. Soon, she will forget her reasons for feeling so upset. It’s a dirty trick, but very effective, and your wife might even thank (me)!

For men however, snuggling is slightly (a lot) less powerful, and where hugs leave off, sex takes over. For men, oxytocin surges up to fives times that of normal immediately before he reaches orgasm. In a study at Queen’s University in Belfast on nearly one thousand middle aged men followed over a decade, it was found that men who had sex at least three times a week had a fifty percent reduction in risk of heart attack or stroke. Those who reported the most frequent orgasms had a death rate of one-and-a-half less then less sexually active men. So for both sexes touch can be very effective for the health, although the currency of touch differs significantly amongst the sexes. Of course, there’s really no reason a good long hug can’t turn into something much more!

Touching To Get What You Want.

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Touching is a primitive grooming gesture.

Touching is a primitive grooming gesture.

A study by Chris Keinke in 1980 revealed that touch can influence compliance with a request. In the study, an experimenter left a dime in a phone booth in a Boston airport. As the subjects emerged from the airport the experimenter asked for the return of their dime. It was found that compliance was more frequent when the request was accompanied by a light touch on the arm. A similar study in 1982 by Joel Brockner and colleagues showed comparable findings but specify that only sixty three percent of the non-touched returned the dime, whereas ninety six percent of those that were touched returned the dime.

Further research shows that justification that accompanying a light touch also helps in compliance. Therefore, we can add to the effectiveness of touching by briefly outlining our reasoning. It might go something like “I’ve left a dime here, and I really need it to make an important phone call.” followed by a light touch of the arm or forearm “Have you seen it”. This approach would have the most significant results. Other studies show similar results when people are asked to sign a petition or in a super market when asked to sample a new product. In the study, half of the shoppers were briefly touched, while the other half was not. The results show that, not only were people more likely to test the food, but they were also more likely to buy the product as well. Touching customers in a store also resulted in increased shopping time and more positive evaluation of the store. Patrons of taverns in the U.S. who were touched spent more time drinking and also consumed more alcohol then patrons that were not touched by the staff. In reference to tipping behaviour, touch was also a factor. Patrons that were touched by the waiter or waitress were far more likely to tip and to also tip higher. It seems that slight touching of a stranger on the upper arm has a very powerful affect on cooperation. The effects of touch has been widely studied and the influence it has on behaviour and requests are conclusive, touching really can help you get what you want from others.

Touching Between And Amongst The Sexes

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Touching influences how we feel about people.

Touching influences how we feel about people.

Studies show that touching between men, especially in the workplace, is usually related to power plays and social jostling. An employer will place his hand on the shoulder or back of an employee to reaffirm his status while offering encouragement. Such displays are inappropriate in reverse and wouldn’t usually be tolerated. If touching is well received though, it indicates that strong rapport is being built between the ranks and a promotion might be forthcoming. Men can use touch, as a means to raise their status by initiating it against men of slightly higher status than them. If done tactfully, it can create a leveling effect and force them to reevaluate the rank they have attributed to you. If touching is done incorrectly, it will catch high status individuals off guard producing a negative effect that can be difficult or impossible to correct. Men, overall, rate touching less positively as a rule when compared to women, so touching initiated against men should be sparse.

Touching between men and women often outlines sexual interest and when women touch each other, it is often done out of friendship or to extend sympathy or formulate bonds. Family members also use touching such as hugs and kisses to display affection. Touching comforts are different from person to person and also of different cultures. The kiss hello for example is commonplace in Switzerland, Southern Europe, Latin America and the Mediterranean. It is uncommon in North America, Asia and some of Northern and Western Europe. Localized kiss hellos happens in Miami and Quebec for example and even in regional neighbourhoods such as with Italian or Hispanics. As far as hand holding goes, it is commonplace in the Middle East to symbolize friendship and respect when done between adult men. Even President George Bush was spotted holding Saudi’s crown Prince Abdullah’s hand which scored points with the locals, but became water cooler material for people in the U.S.

The Dominant Control Their Faces

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Extremely dominant individuals will smile far less then subordinate people because their disposition requires them to do so. They don’t want to appear emotional, because emotions stem from feelings and dominant people have none! Of course this isn’t entirely true, they do show emotions, but the emotions they do disclose via facial expressions are limited and usually meant to show that they are reserved and in control.
Dominant people will use disapproving frowns, snarls or pursed lips. They might squint while in conversation, or avoid eye contact altogether, or even hold prolonged unblinking eye contact. Dominant people can also hold a blink for longer periods of time as if to temporarily shut the world out. To disarm this “extended blinker” try moving one step to the side while they are in mid blink. It is sure to freak them out!

To summarize, being social isn’t a huge priority to a dominant person, they are more concerned with maintain control of others around them instead of trying to make friends or maintain strong emotional bonds. Dominant people figure that whatever socialization is will find them so they won’t go looking for it. Obviously, in business and in life certain characteristics held by dominant people are important, but extremities in any facet is nearly always counterproductive. Showing confidence by holding eye contact is important, but maintaining too much eye contact such as what an extremely dominant person might do, such that it sends shivers down the spine, sends the reverse message. It can negate the existence of others as people, turning them into objects, and seem to cut through them.

Ways of responding to dominance is by using more open body language to disarm them. Cutting through their rigidity with jokes and light hearted humour is another great way to put them into a good mood and break their serious attitude. When trying to break dominant people it is important to avoid submitting from the start, instead try to build an equal footing to foster their respect. You can try to out-stare them by looking at the bridge of their nose instead of their eyes, which can really unsettle them. However, fighting fire with fire in this manner is risky, at best, and requires one to put on a possibly uncomfortable show. The safest alternative is to just ignore their negativity and play yourself up as even more friendly trying to find common interests to help build rapport.
Breaking down touch barriers can also help, but again, this is risky. Touching breaks shields down and the most dominant of people will be taken aback unless the touching is warranted and tactfully executed. When you touch a dog, be prepared for the bark!

Dominance By Setting And Breaking Social Rules

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Rules are always created by, and then in turn, broken by dominant individuals! Dominant individuals are the rule makers, not the rule followers. It’s sad but true, that police officers enjoy greater luxuries than regular citizens. Just ask any policemen what they do if the get pulled over for speeding. Do you really think they get a ticket? I won’t get into absolutes here, but I do personally know two officers who have explained to me that a flash of the badge gets them off every time. I would expect this to be the norm, not the exception, but there is no empirical way to be certain.

This sort of logic all starts at home, as parents make and break their own rules routinely. Is it any surprise that whinny children have whinny parents? Even small children can readily pick-out these injustices, but since they are still highly dependent on their parents to feed, house and cloth them, they, put up only a small amount of resistance. As children reach their teenage years, these inconsistencies are tolerated less and less by them as they tend to set their own course. They are separating themselves from their parents and taking on their own dominance characteristics, naturally, controlling inconsistent parents see this as disrespect.

This isn’t unlike what happens when dominant people meet as adults. Dominant people will often interrupt others or speak over them, casually swear in the wrong company and generally act inappropriately without fear of consequence. Dominance can also take the form of belittling and criticizing others, and holding thoughts such as “I’m more important then you”. It can also include ridiculing others and their possessions, such as their cars or occupations.

Touching also has rules which can be broken in order to set others in their place. A pat on the back can be disingenuous when used in certain context, whereas a light punch on the shoulder can be uplifting to a buddy. Punching can be annoying if done repeatedly to exercise control. There is a pretty clear line between being dominant in a good way versus being belligerent.

Displays Of Ownership And Territory To Indicate Dominance

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“Fences make great neighbours” seems like a great truism for our day and we see just as many fences going up as we do houses. Humans are very social, but it is also obvious that we are deeply territorial. While in public, a wife might display ownership of her husband by hooking her arm around his, or he might throw an arm around her just the same. We show that an automobile that we are proud of is ours by leaning up against it or placing a foot on its bumper or ownership of a desk by tossing our feet up on top of it. We display ownership of our houses and personal affair by adding personal touches and might even block the entry to our homes by solicitors through clogging the doorway with our bodies.

Territorial lines are drawn everywhere in our lives from the particularities of our offices and automobiles, right down to the rooms in our own homes, and whom has access to them. We even have boundaries around our bodies which we protect rigorously. The more dominant the individual, the more apt they are to have and hold rigid boundaries about their personal space and possessions. For example, walking into your boss’s office and sitting in his chair won’t come with a welcome reception. But amongst friends, this type of chair stealing happens frequently and can even become a game, due largely to the fact that you and your friends are of equal status. It wouldn’t be uncommon for the boss’s children to play this game with their dad, so in some context, stealing territory is perfectly tolerable with all people.

Only sometimes does first come – first serve, apply to territories. Squatter’s rights as it where is also organized by hierarchy. Those with higher rank can often force others to move, even just by their presence. Sitting at the head of a table is fine so long as you are the highest rank to date, but if someone of higher rank appears, it’s customary to relinquish, or at least offer the seat to them. Members of a staff who are close in rank can sometimes power play each other for these seats at the boardroom table in attempt to move up. The body language in these situations can become very potent as the desires of each party becomes more evident. Your office staff knows which seats are most coveted!
Leaders also get permission to move through doorways first and walk in front of groups instead of follow, and it is customary to allow them to do so. The exception, as always, comes when we wish to usurp their position, challenge their authority, or try to build equality where we might trade dominance rights back and forth.

Placing objects such as jackets and brief cases on a seat can hold it and delineate temporary ownership. It is often easier and more polite to force an actual person to move than to move their unattended personal items to usurp their space. Anyone who has spent anytime at a laundry mat knows how piercing the stares and looks can be when you remove clothing from an un-attended dryer. Break-and-enter-victims complain most, not about being robbed of their possessions, but rather about feeling of violation. It is unnerving to have had someone enter their personal space and hence territory without their permission. Territoriality is a big part of the human repertoire. We rarely think about ownership of people, but placing an arm over someone, playfully messing up their hair or guiding them to where we want them to go by placing a hand to their back, as a parent would his child, are just a few ways that we show others that we own and control them.

Bragging is an appropriate word that describes dominant behaviour in the same context with ownership. Dominance is also not the same as confidence. Dominance just means that someone has specific ideas about how they should be treated whereas confidence is a state of mind where a person remains unshaken emotionally despite what happens externally. Therefore, dominant people can still harbour insecurities about themselves which is evident through ownership because they will spend a lot of time talking about, or drawing attention to their stuff. Naturally, this sort of thing happens subconsciously, or even out of habit. Touching or fondling an expensive watch or piece of jewelry, or going out of their way to be seen in an expensive car are just two examples of flaunting. Truly confident people have no need to show-off to others, their achievements are grand enough to speak for themselves and their earned success emanates from them through their nonverbal behaviour. There’s a fine line between being cocky or arrogant and having to flaunt it in a way that others will find offensive, and being confident, which is exuded seemingly naturally of which people find magnetic. Confidence is one of those things that we all know it when we see it. Dominance that is justified by accomplishments is certainly more tolerable, and with the addition of compassion and empathy, can make all the difference in people’s acceptance of other’s dominance and the behaviour that follows.

Dominance is also expressed through claiming stake to valuable items, or the prevention of touching certain things, or even occupying certain space. Preventing others from doing things, even at random is a luxury afforded to, and by, powerful people. Even when seating is unassigned we often see the same people day-after-day sitting in the same seats. This may have to do with maintain peace when it happens on a first come first served basis, but when there is a shortage of quality positions, as there most often is, we expect to see more dominant players jockey for more highly desirable areas. This is exactly what does happen and because we live in a capitalist society, it happens everywhere and often. Those higher in the ranks will have the best parking spots and the biggest offices, with the best view.

Thwarting dominance by ownership is fairly simple but also a possibly caustic affair. It can be done by stealing a seat which will be seen as an invasion of territory, it could include getting into their personal space, leaning on their cars, putting feet on their furniture or desk or being overly-friendly with them. Being intimate with someone they are close to, such as a current or past romantic partner, or as in a father-daughter relationship, his daughter, are all ways to fight dominance head on! Obviously, you must be careful what you choose, as head-to-head dominance struggles are the beginnings of war! When there is an imbalance of power between dominant people, one party will quickly succeed to the other, but when two parties are evenly match, or believe that they are, the struggle can draw out indefinitely producing emotional of even physical injury. So instead of antagonizing your dominant counterparts, instead work on building your own dominance independently of their through confident body language, examples of which are peppered throughout this book!

What Does Thumbing Indicate?

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Exposed thumbs indicate high confidence. When we feel insecure we tuck our thumbs out of view.

Exposed thumbs indicate high confidence. When we feel insecure we tuck our thumbs out of view.

In Shakespeare’s Romen and Juliet, Capulet’s servant Sampson induces a fight by biting his thumb at Montague’s servant Abraham. This traditional Sicilian gesture is performed today by placing the thumb behind the upper incisors and flicking the thumb forward toward the person you wish to insult. The symbol means “To hell with you.” The thumbs down gesture would have meant death in Roman times for a gladiator, while the thumbs shooting off to the side is associated with a negative thought about someone we wish not to offer respect. It begins or ends a conversation such as “I told you about that guy over there (followed by thumbing in their direction) …he’s up to no good.” However, not all thumb gestures are negative as we see with the thumbs up gesture in western cultures.

BodyLanguageProjectCom - Thumb Displays Or Thumbing 4Thumb displays denote superiority and royalty has made them famous, but they have also been adopted by lawyers trying to seem noble and important. One way thumb displays happen is by placing all but the thumbs in the front pockets of a vest or suite jacket, or by knuckling the vest and leaving the thumbs out. Thumbs-up can also turn a timid interlaced fingers gesture into a positive thoughts gesture by flaring the thumbs up during conversation. Thumbs-out is a representation of ego, dominance, confidence, comfort, assertiveness and sometimes even aggressiveness. The thumbs out gesture is usually found in clusters with other dominant body language. For example, to denote superiority, the legs would also be spread apart, the chest puffed out to appear larger and the head held back, all the while glaring down the nose at any onlookers. The thumbs up gesture, wherever it happens, is a form of “gravity defying’ body language. This means that it is related to positive emotions since it requires energy to do and people that are depressed aren’t interested in burning energy especially wastefully.

We rarely see those with low status carry this posture, but if we do, we certainly will know something “important” about them! Sometimes our boss will be caught walking around his office holding this posture signifying his dominance, or at least his attempt at dominance. Men seeking the affection and attention of women will also sometimes carry thumbing postures, but they might downplay their dominant attitude by holding their hands in their back pockets so as to hide them. Another variation altogether includes flaunting the thumbs by placing them under the arm whilst folded. This last posture is a closed, yet dominant cue cluster. The crossed arms tell others that they are closed off from communication while the exposed thumbs reveal superiority.

The polar opposite to the thumb display is hidden thumbs which may happen by placing just the thumbs in front pockets with the remaining fingers outside. This posture says “I’m unsure of myself” and denotes extreme low confidence and low status. Hidden thumbs can be found when people are timid, insecure, or feel social discomfort and is a childhood throwback to when children stand in front of their parents looking disappointed and saddened.

The Military Man

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The 'military' or 'regal' stance occurs when the hands are clasped behind the back. This high confidence posture was made popular by royalty.

The ‘military’ or ‘regal’ stance occurs when the hands are clasped behind the back. This high confidence posture was made popular by royalty.

The “military man” sometimes called the “regal stance” when carried by royalty is a posture that occurs by placing the hands, palm in palm behind the back openly exposing the chest, usually accompanied by chin up and out, and head held back. The hand gripping the wrist or upper arm in behind the back sends an emotional message of frustration and an attempt at self control, but forms no part of what is said by the military man. Usually the feet of the military man are splayed outward so as to take up more space and dominance, which is opposite to tibial torsion when the toes point inward to signal submission. When the feet are turned outward, they indicate that a person is upset, being threatened or is threatening others. When it comes to the feet, the wider the feet are spread the more confrontation is displayed since when people ready to fight, they wish to carry a more balanced stance to avoid getting knocked over. In other words, legs will never be crossed during confrontation for the simple fact that it becomes much more difficult to escape an attack or fight a battle. Subconsciously our brains know this well, so won’t permit it. Likewise, as people become less agreeable their feet will become more spaced out. Therefore, as a way to reduce tension during conflict, adopt a less splayed posture, or even keep the legs crossed showing a lack of desire to compete.

The military man posture is reserved almost exclusively for dominant individuals, leaders, and those of high status and others who expect little or no challenge whatsoever of their authority. It is popular among lawyers, doctors, university professors, policemen or high ranking military personnel such as sergeants. Those in the military can be seen competing within rank by ever increasing leg splaying. It can also be found in (over) confident store clerks, oddly enough, who parade their booths during slow periods presumably seeking someone to commerce with. Power is nearly the exclusive meaning delivered by the posture as it exposes the full front of the body to possible attack; even invites it with an extended pointed chin. The message is also one that says “Don’t come near me, I’m important and I shouldn’t be touched!” The Queen of England and Prince Philip are noted with this body language due to their high rank and importance.

A challenge to fight - the chin pops out tempting our opponent.

A challenge to fight – the chin pops out tempting our opponent.

Boxers learn early on to tuck their chins down to protect it, as it is the easiest way to produce a knock out, opposite to the military man. The chin blow is so devastating in combat because when the jaw is hit hard enough with the right technique, it slams directly into the temporal mandibular nerve producing shock. Not to mention the fact that hard punches sloshes the brain violently around inside the skull cavity which can lead to internal bleeding and swelling. The wiring-our nervous system, is very complicated and also interconnected so a blow to one nerve can send shockwaves throughout the body. This nerve in particular, while vulnerable, also controls the lips, sinuses and digestion among others. Hitting it hard and suddenly is effectively like putting the body into sensory overload causing it to suddenly shut down. In fact, successful boxers want what is called “good chin” or the ability to repeatedly endure blows to the head and chin without passing out. The military man, on the other hand, is one who dares someone to attack their chins by making it an overt target. He says, “Go ahead take a swipe, see what it gets you in return.”

Other times, the military man posture is intended to show a readiness to be open an inviting, although it fails in this regard. We’ve all avoided the eerily empty mall shop whose underpaid employee or distraught owner paces to and fro with his hands to his back. One has to wonder if the empty shop is the cause or effect. Does the body language repel customers or does the body language come from being repelled by customers? I suspect the latter, but this represents my body language bias. Naturally, the clerks would be served well to drop the posture altogether and instead offer something more welcoming.

Police use the military-man posture to put their confidence on display. They know their uniform, badge, and the law they serve, protects them from challenges. School principals and teachers who want to set a strong first impression can also be seen touring their territory with their arms to their backs. My high school principle, in retrospect was mild mannered and quiet, he used his posture to show others he meant business. The next principle, much younger and green, faired far worse in maintaining order. He used his mouth far too often to try to set his tone which merely invited attacks. Evolutionarily speaking the military man is a strutting posture and so it can preemptively avoid potentially harmful physical show-downs between rival men. Other possible root origins stem from its concealment properties. In other words, a spear, knife or other makeshift sharp object might be cocked at the ready to be sprung on unsuspecting challengers – you’d never know, so why risk it! If you had no other choice, would you physically jump a confident looking authority figure or the man hunched over who avoids eye contact? In other words, sometimes the military man posture makes great sense.

The Cowboy Pose

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The cowboy has all fingers "drawn" - so you check 'it' out.

The cowboy has all fingers “drawn” – so you check ‘it’ out.

The cowboy pose happens by placing the thumbs in the belt loops with the remaining fingers pointed downwards towards the crotch. Popularized by old western movies cowboys would use a combination of this posture and the hands-on-hips (or gun) posture to show how macho they were. Because it draws attention once again to the crotch, it is rarely used by women. Women tend to have to use less aggressive, yet more sensual means to show off, such as thrusting their chest outward by rolling their shoulders back, or parting the legs slightly leaving them uncrossed. When amongst other men, the cowboy pose says that they are unafraid and can dominate. This posture is tolerable as a dominance display in men because it lacks the pompousness we can sometimes find coming from in-your-face displays. The cowboy pose is equal to the figure-four-leg cross with respect to perception by others and use acceptability. This not withstanding, the posture still needs to be used with caution.